Negotiation Skills

Overview

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This introductory course develops practical negotiation skills, including bargaining, information sharing, mutual-gain strategies, consensus building, agreement-setting, and handling difficult interactions. It also covers negotiating on behalf of others and applying negotiation to everyday problems.

Syllabus

Understand the basic types of negotiations, the phases of negotiations, and the skills needed for successful negotiating
Understand and apply basic negotiating concepts: WATNA, BATNA, WAP, and ZOPA
Lay the groundwork for negotiation
Identify what information to share and what to keep to yourself
Understand basic bargaining techniques
Apply strategies for identifying mutual gain
Understand how to reach consensus and set the terms of agreement
Deal with personal attacks and other difficult issues
Use the negotiating process to solve everyday problems
Negotiate on behalf of someone else